Channel Account Manager

5 days ago

United Kingdom Inventive Search Full time

Leader in conversation capture and intelligence, revolutionising how businesses capture, analyse, and leverage their conversations. With cutting-edge AI technology, we provide a comprehensive suite of tools and features that goes beyond traditional call recording and transcription solutions. Built to scale to meet any need, which allows organisation’s to unlock the insights to be found in calls, videos and messages.


Already adopted as core network infrastructure by hundreds of global communications networks and services worldwide, we are specifically designed to help service providers to differentiate, drive new revenues and improve customer retention.


Role Overview

The Partner manager serves as a vital member of the EMEA sales team, initially focussing on driving the channel strategy in region and managing partners, acquiring new partners. This position plays a pivotal role in driving sales performance, partner management, fostering team collaboration, and maintaining high levels of customer satisfaction. The Partner Manager works closely with the SVP EMEA to develop and implement effective sales strategies.

At the core of our growth strategy is our focus on enabling our existing partners (such as Service Providers) and their sales communities to constantly sell services while bringing on new Service Provider relationships. The Partner Manager will directly drive the growth in a group of priority partners and look to acquire new partners from their existing network, focusing on growth across the board within Service Providers, SMB and Mid-market customers.


Key Responsibilities:

  • Sales Strategy: Ongoing assessment of existing and new partner engagement and drive team activity that aligns the partner relationships to the strategic goals.
  • Drive yield from current partners
  • Grow the footprint: Win and onboard new Partners as they have a demand for services.
  • Achieve targets: Drive sales strategies and tactical growth initiatives to consistently achieve revenue, subscriber growth, ARPU, retention and profitability targets
  • Analyze sales data, KPIs, and performance metrics to evaluate the effectiveness of sales strategies and initiatives.
  • Work with Sales support on regular reports and presentations for management, highlighting sales performance, trends, and areas for improvement.
  • Pipeline & forecast management: Develop & provide detailed pipeline data, sales forecasts, as well reports on the projected growth of your partners across the EMEA business
  • The face of the business: As and when required, represent the brand at key industry & customer events, conferences and roadshows
  • Capture industry feedback: provide feedback to the product, marketing & technology teams regarding the changing needs of the EMEA market


Experience & Education:

  • Business, Marketing or related degree qualifications
  • Deep understanding of channel-centric GTM models
  • Background selling into SMB, Mid-market and Enterprise
  • Preferable experience working with or for Microsoft, CISCO or Vodafone is preferred
  • Previous experience in sales management preferred
  • Thorough appreciation & demonstrated track record in operating through a combination of the Science of Sales Leadership and highly constructive, Humanistic Leadership
  • Deep experience in the SaaS industry
  • Reasonable understanding of the Telecommunications industry
  • Deep understanding of solution selling methodologies coupled with hands-on understanding of Salesforce.com
  • Ideally, exposure to a start-up/scale-up, rapid growth style environments
  • Although not a technical role, ability to understand technical requirements is very beneficial
  • Track record of working across multiple functions, both collaboratively and independently
  • Ability to travel up to 50% as needed


Skills, background & attributes:

  • Strong team player
  • Excellent communication skills across a broad array of personality types
  • Outstanding social skills
  • Persistent, resilient, high energy & can-do approach
  • Calm, reassuring character

Curious, rapid learner with the ability to consume & contextualise large amounts of new information

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